When I got into the business in 2003 I came from a manufacturing background. Where I worked was an ISO compliant company. Basically what that meant is the company pays thousands of dollars to have people come out and observe and help create a process. When products, systems, machinery and devices work well and safely, it is often because they meet standards. And the organization responsible for many thousands of the standards which benefit the world is ISO.

I was laid off from my company and ended up at the local Chevy Dealer looking for a job. I was hired and started my training within a week. The trainer was a manager who as a salesman was a very big producer with a loyal following.

It was tough going into a brand new field. I never sold anything. I decided I should listen to the trainer because he was a success. I listened to what he taught and decided to follow what was taught like a process just like my previous job.

After my training I ended up on the floor ready to go. The night before I went over my notes from training and formed a simple process to follow and stuck to it. I started to do well and after a few months was selling the most cars in the dealership. Whenever I went into a slump I would evaluate what I was doing and often found I was usually skipping steps in my process.

Today most of the best stores have a process in place.It is important to have a plan. In my eight years in this business I learned one thing for sure, they still have not been able to find anything that beats hard work and determination.